Subject Index 575corporate bureaucracy, 389–390
corporate entrepreneurship, 385
corporate strategy, described, 113
corporate venturing, 385
cost-based pricing, 216–218
cost drivers, 414
costs
business plan, writing, 158–159
buyer power, 94
fast-food industry, 455
rivalry between firms, 101
countercyclical industry, 84
covenants, 274
cover pages for business plans, 161–162, 163
creation
entrepreneurship, characteristics of, 10
four actions framework, 401
creative imitation as major entry wedge, 117–119
creative pause, 67
creative pricing, 220, 221
creativity
behavior, 65–66
concept of, 64–65
entrepreneurial strategies, 151–152
idea generation, 64–68
marketing strategy, 215
resource-based theory, 66
techniques, 66–68
critical risks and contingencies
business plans, 173–174, 197–198
new venture creation, 439–441
cultural issues
diversity in top management team, 344
franchises in foreign countries, 506–514
negotiation skills, 326
women as executives, 517–518
culture of the organization
described, 370–371
enduring organizations, 351
customer contract, 121–122
customer dimension of entrepreneurial performance,
366, 367–368
customer service
business plans, 194
strategies, 111
customers
changes, in transitional industries, 136
customer orientation as marketing concept, 109
customer uncertainty, 135
customer’s reality, changing, 133
satisfaction of as objective, 209
sponsorship by as entry wedge, 120, 121–122
cyclical change in macroeconomy, 84
data
collection and analysis, 213
collection instrument, 212–213
sources, 211–212
data-based methods of sales forecasting, 240
deal structure
explained, 309–310
new venture investor process, 308
deals, defined, 300–301
deals, structuring, 298–337
cooperation, building, 299–300
deal, structuring, 309–319, 320
deals, defined, 300–301
entrepreneurs, ideal, 303, 305–306
equity, selling, 312
innovative solutions, 329–330
investment agreement outline, 333–334
investor market, segmenting, 310–312
investors, approaching, 301–309
investors, ideal, 301–303, 304
negotiable terms to a financial agreement, 335–337
negotiation skills, 319–327
negotiation tactics, 322–327
negotiator-opponent interactions, 324–325
new venture investor processes, 306–309
option to abandon, 315–316, 317
pitfalls and problems to avoid, 318–319, 320
preferred stock term sheet, 330–333
risk sharing, 313–314
situational and environmental factors, 326–327
staged financing, 315
third parties, role of, 325–326
timing, 327
warrants, 316–318
debt, excessive, 255
debt-based financing
asset-based financing, 273–274
cash-flow financing, 274–275
financing, sources of, 261, 263, 267–268, 270–275
lender, searching for, 271–273
loans, positioning for, 270–271
micro loan programs, 270
types of, 273–275
deceptive pricing, 221
decision stage of diffusion process, 214, 215
decisions by new venture investors, 307–308
declining industries
demographics, change in, 142
industry life cycle, 134, 141
success, achieving, 142
tastes and preferences, changes in, 141
technological substitution, 141
Defense Intelligence Agency, 267
demand rights, explained, 309
Demo (event), 306
demographics
declining industries, 142
fast-food industry, 443
new venture creation, 428–430
opportunity, sources of, 19–20
voice portal business, 502
demography, defined, 87
departmentalization, described, 364–365
design patents, 80
desirability, perceptions of, 56, 59
development and production
business plans, in, 169, 189–191
new venture creation, 430–432